The Price Advantage, Second Edition -- Contents -- Preface -- Acknowledgments -- Part One: Pricing Fundamentals -- Chapter 1: Introduction -- THE POWER OF 1 PERCENT -- THE PRICE/VOLUME TRADEOFF -- MARKET FORCES ADD PRESSURE -- THE NOBILITY OF PRICING EXCELLENCE -- WHY THE PRICE ADVANTAGE IS SO RARE -- Chapter 2: Components of Pricing Excellence -- AN INTEGRATED APPROACH -- AN INTERDEPENDENT HIERARCHY -- APPLYING TO YOUR COMPANY-PINPOINTING THE OPPORTUNITY -- Part Two: Exploring the Levels -- Chapter 3: Transactions -- THE POCKET PRICE WATERFALL -- THE POCKET PRICE BAND -- THE SOUNDCO RADIO COMPANY CASE -- POCKET MARGIN WATERFALL AND BAND -- ALEN GLASS COMPANY CASE -- Chapter 4: Customer Value -- MAPPING VALUE -- CREATING A VALUE MAP -- MAKING MOVES ON THE VALUE MAP -- PUTTING CUSTOMERS ON THE VALUE MAP -- VALUE PROFILING -- Chapter 5: Market Strategy -- PROFITING FROM BETTER PRICE PREDICTIONS -- PLANNING FOR AN EXPECTED PRICE CHANGE -- MAINTAINING OPTIMAL PRODUCTION AND CAPACITY -- IMPROVING PRICING CONDUCT -- INFLUENCING THE ELEMENTS OF PRICING CONDUCT -- A WORD ON FOLLOWERSHIP -- Chapter 6: Pricing Infrastructure -- PROCESSES-WHAT ARE THE MOST CRITICAL TYPES OF PRICING DECISIONS FOR YOUR BUSINESS? -- ORGANIZATION-WHO IS RUNNING THE PRICING PROFIT CENTER? -- PERFORMANCE MANAGEMENT-HOW SHOULD WE RECOGNIZE AND REWARD PRICING PERFORMANCE? -- SYSTEMS AND TOOLS-NO MAGIC BULLET EXISTS -- Part Three: Unique Events -- Chapter 7: Postmerger Pricing -- A TEMPORARY WINDOW OF OPPORTUNITY -- TREMENDOUS OPPORTUNITIES AT EACH PRICING LEVEL -- AVOIDING COMMON POSTMERGER TRAPS -- ANTITRUST LAWS -- Chapter 8: Price Wars -- WHY PRICE WARS SHOULD BE AVOIDED -- WHAT REALLY CAUSES PRICE WARS -- STAYING OUT OF PRICE WARS -- GETTING OUT OF PRICE WARS -- WHEN A PRICE WAR MIGHT MAKE SENSE -- Part Four: Expanding the Boundaries -- Chapter 9: Legal Degrees of Freedom.

PRICING DECISIONS THAT RAISE RED FLAGS -- MINIMIZING RISKS WHILE MEETING PRICING OBJECTIVES -- CALLING IN THE ATTORNEYS -- Chapter 10: Lifecycle Pricing -- WHAT MAKES LIFECYCLE PRICING TOUGH -- THE THREE PHASES OF PRODUCT LIFECYCLE PRICING -- SUSTAINING RETURNS ACROSS THE LIFECYCLE -- Chapter 11: Pricing Architecture -- MANAGING PRICE PERCEPTION -- INFLUENCING CUSTOMER BEHAVIOR -- PRICE ARCHITECTURE BASED ON SUPPLIER ROLE -- Part Five: Advanced Topics -- Chapter 12: Complexity Management -- SECTION ONE: CUSTOM-CONFIGURED PRODUCTS -- SECTION TWO: HIGH-COUNT PRODUCT LINES -- SECTION THREE: DISTRIBUTED SALES MODELS -- Chapter 13: Tailored Value -- SECTION ONE: PRICE SEGMENTATION -- SECTION TWO: TIERED PRODUCTS AND SERVICES -- SECTION THREE: NEW PRODUCTS -- SECTION FOUR: "RAZOR/RAZOR BLADES" OFFERINGS -- SECTION FIVE: SOLUTIONS -- Chapter 14: Software and Information Products -- UNIQUE CHARACTERISTICS THAT IMPACT PRICING -- EXPLORING THE ELEMENTS OF PRICING -- Part Six: Making Change Happen -- Chapter 15: Pricing Transformation -- DESIGNING A CLEAR CHANGE PROGRAM -- ACCELERATING AND EMBEDDING CHANGE -- Chapter 16: The Monnarch Battery Case -- THE MONNARCH BATTERY COMPANY -- TRANSACTIONS -- CUSTOMER VALUE -- MARKET STRATEGY -- CAPTURING THE MONNARCH PRICING OPPORTUNITY -- HARD-WIRING THE CHANGE -- Epilogue -- Appendix 1: Pocket Price and Pocket Margin Waterfalls -- Appendix 2: Antitrust Issues -- Appendix 3: List of Acronyms and Abbreviations -- Appendix 4: About the Web-Based Tool: Periscope -- About the Authors -- Index.